Were You Always Like That?

Call it an elevator pitch. Call it a self-introduction. Describing ourselves is one of the most challenging things we are called upon to do.  Some people stumble through. Some people say way too much. Some people wrap themselves in buzzwords related to their area of expertise. Fact is, most folks simply aren’t comfortable talking about themselves, whether in live situations, on paper, or in online profiles. 

Yet, in today’s ever more connected and competitive world, crafting a self-introduction has never been more important. Not only does it relate your expertise and convey your unique promise of value, but it's also key to inviting and encouraging people to connect with you.

At recent career transition strategy session, I asked attendees to introduce themselves, and include one key piece of information they believed a decision maker should know about them. What I didn’t tell them was that I’d be asking why they shared what they did! Frankly, I was as surprised as they to see what happened! Nearly everyone shared information in a relatively bland and safe way, many wrapping their message in some form of corporate speak. Yet, in every case we discovered that by digging a little deeper, people had exciting, even compelling reasons for what they shared.

In one case, a young project manager said he works hard to exceed expectations, leading me to think, “Yeah, you and everybody else!” But I didn’t say that. Instead, I asked, “Were you always like that? Give me an example from high school” In response, proudly told us how he had competed with several of his scouting friends to become an Eagle Scout, earning the distinction at 15 (about two years ahead of the usual age). As he told us, his energy increased leading to a noticeably enhanced emotional connection! In the following “ah ha” moment, he realized he could craft a new introduction to convey that he is, and has always been a high achiever, using his Eagle Scout achievement as well as work examples.

Frankly, part of my motivation doing for doing this exercise came from reading Be Sharp: Tell Me About Yourself in Great Introductions and Professional Bios, by Paula Asinof and Mina Brown. In discussing how to craft a powerful self-introduction, the authors point to three core elements:

1. The Essence Factor: A short professional description that best captures the scope of your experience.

2. The Guru Factor: A statement of any special expertise you bring.

3. The Star Factor: A statement of attributes and/or abilities that set you apart and cause others to admire you.

Putting these elements into your communications about yourself makes you memorable, clear, specific and compelling.  Even more, your ability to relate your story with energy establishes an emotional bridge that makes it easier for people to connect with you.

Cross-posted at William Arruda's Personal Branding Blog.

Comments

[Adrienne Bennett]

I recently went to a networking function were I met a photo journalist that after several attempts of trying to figure out more about her work, she said …to me, "Well I went to Iraq and shot photos for a major newspaper but I don't like to brag about myself." I was thinking in my head Sister if I am a client then sell me the goods...lol

Sometimes people do not like talking about themselves for fear of sounding conceited. But like this article shows it all about delivery.

In addition I believe it starts with a shift in perception you are not giving a list of your accomplishments but ultimately showcasing the value your services hold to the potential customer. Believe me they wanna hear about it.

[Walter Akana]

Thanks for your comment, Adrienne! You’ve really made a great point: many people feel talking about themselves is bragging. Actually, it can be. Still, when called upon to introduce yourself, it’s good to be able to give relevant and interesting examples of your work and the way you make a difference for others. In fact, what can make this a bit easier is to ask good questions of others. Knowing what’s of interest to them, helps you know what they will find interesting about you. And for job interviews, if you’ve done your homework, you can have a pretty good idea about what you can say that will be relevant, interesting, memorable…and most of all, makes an emotional connection!

[Karalyn]

It's funny. I agree that an elevator pitch works, but sometimes less is more. I find at networking functions that if you are sincere and genuinely interested in other people they always ask you questions about what you do and then for a business card. What you say is never forced and rolls of the tongue easily if you can sense that other people are interested. Your interest in them generates that.

[Walter Akana]

@Karalyn: Hi Karalyn! Thanks for your comment! I so agree with you. Less is more. I think that the elevator pitch is overrated and so often abused; it can evoke a one-way delivery that keeps others at a distance. In fact, in my post “Face to Face With Twitterville,” I note that it’s best to forget the elevator pitch. Still, for a wonderful post on this, check out “The Elevator Speech Revisited: Why One Good Question Is Worth Five Great Statements,” by S. Anthony Iannarino http://bit.ly/dBAvLY